The other day, I was having breakfast with a frustrated executive. He had just … [Read more...]
Tag: Problem Solving
"Our Product Is Better Than Theirs" -- A Losing Strategy
Burying Our Heads In The Sand Posted on June, 2016
Nobody likes to admit they have a problem. I suppose it's human nature, or at … [Read more...]
All Your Help Is Killing Me!! Posted on June, 2016
Over the past years, sales people have become a prime target for "help." It's … [Read more...]
There Is Only One Answer Posted on June, 2016
I get emails everyday from people seeking answers. Likewise, I read dozens of … [Read more...]
Doing The Deal Or Solving The Problem Posted on May, 2016
I wrote Solving Our Customers' Problems several days ago. My friend Martin … [Read more...]
Solving Our Customers' Problems Posted on May, 2016
At its essence, sales is about finding customers who have problems we can solve, … [Read more...]
Please Stop Insisting We Have A Problem Posted on May, 2016
I really appreciate sales people who bring us new insights about things … [Read more...]
Your Value Proposition Isn't What You Say Posted on May, 2016
I'm amazed at the number of sales people that continue to think their value … [Read more...]
We'll Fix Performance Problems In The Commission Plan! Posted on May, 2016
I'm amazed by the number of calls I for advice on compensation and commission … [Read more...]
What's Your Ask/Tell Ratio? Posted on May, 2016
Whether you are a manager or a sales person, your Ask/Tell ratio is critical to … [Read more...]
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